Chapter Five International Positioning - · PDF file05.03.2014 · International...

Chapter Five

International Positioning

Copyright 2012, SAGE Publications, Inc.

Learning Objectives 1. What two primary elements shape a product’s positioning in the global marketplace?

2. What are the main approaches to international product positioning?

3. How can a product’s position become an asset in an international marketing effort?

4. What additional challenges affect international product positioning programs?

5. What steps and tactics are used to establish positioning, evaluate positioning, and conduct repositioning in international markets?


Learning Objective #1

1. What two primary elements shape a product’s positioning in the global marketplace?


The Nature of International Product Positioning

• Product position summarizes consumer opinions regarding the specific features of the product. Product position represents what currently exists.

• Product positioning states the goal that marketers have in mind. – Marketing activities can be designed to shape a

product’s position over time.

• Two key elements of product position: – The way customers view the product

– The product’s standing relative to competitors’



2. What are the main approaches to international product positioning?


Positioning Statements and Approaches

• A positioning statement is a one -or two- sentence summary of a company’s positioning strategy.

“Nike will provide authentic, innovative products that improve athletic performance.”


• Positioning Approaches

• Effective positioning can be achieved in at least seven ways. Emphasizing one of these approaches consistently across markets whenever possible remains the most advisable approach.

– Product Attribute - Product User

– Competitors - Product Class

– Use or Application - Cultural Symbol

– Price-quality Relationship



3. How can a product’s position become an asset in an international marketing effort?


International Positioning Objectives: Differentiation

• Differentiation results from emphasizing a unique benefit or component of a product that separates it from competitors’.

• This represents something different from the STP process.

• Differentiation notes the specific benefit or attribute that makes the product unique when compared to competitors’. – This typically applies across various target markets.


International Positioning Objectives: Brand Equity

• Brand equity is the unique benefits that a product enjoys due solely to its brand name. – The sources of brand equity are the strong, favorable, and

unique associations consumers have with the brand.

• The benefits of brand equity include:

– The ability to charge a higher price – Increased consumer loyalty – Higher stock price

• Brand parity exists when brands within one product category are viewed as similar or undifferentiated.


Leading Global Brands 2009



4. What additional challenges affect international product positioning programs?


International Product Positioning Challenges

• Changes in Technology – The Digital Divide – Consumer Reluctance

• Country-of-Origin Effects – The country-of-origin effect summarizes the

response a consumer has to a product due to the country that is the source, in the consumer’s mind, of the product.

– The country-of-origin effect can drastically alter the position of the product in the minds of consumers.


Sources of Country-of-Origin Positioning Effects


Country Image

• Country-of-origin effects are often based on stereotyped conceptions consumers have about countries or the country’s image.

• Country image consists of the attitudes and knowledge consumers have about a country.


Religions in Select Countries


Positioning Challenges and Regulation • Regulations may keep a company from positioning

a product in terms of a new benefit or attribute, or in some cases, from entering a market at all.

• Each country’s government has sovereignty over business activities within national boundaries. – Sovereignty means that the government has authority

or control within its state.

– Foreign businesses must respect this sovereignty and follow the regulations and rules within the country.


Packaging and Labels

• A key regulatory issue is packaging and labels regulations.



5. What steps and tactics are used to establish positioning, evaluate positioning, and conduct repositioning in international markets?


Steps for International Positioning


Different Types of Competition

• Product versus Product

• Product Line versus Product Line – A product line consists of similar products within a

particular category.

• Brand versus Brand

• Company versus Company

• Industry versus Industry


Identifying Points-of-Difference

• Tangible product benefits are the value drawn from the physical components of the product.

• Intangible product benefits are the value drawn from the social, emotional, and nonphysical aspects of consumption.

• Positioning maps are tools used to map the company and its competitors in terms of consumer attitudes or perceptions.


Example of Positioning Maps


Share of Mind and Share of Heart

• Share of mind refers to the product’s position in terms of brand awareness. – A product with low share of mind is not readily recalled when a

consumer considers brands in a product category. – A brand with high share of mind will immediately come to mind

when a consumer thinks about the same category.

• Share of heart focuses more on the emotional components of the consumer attitudes and includes the ways consumers experience the product and its social context. – Share of heart suggests that relationships, emotions, and

experiences are part of a product’s position.

• A product exhibiting high share of mind combined with high

share of heart holds a strong marketing advantage. Copyright 2012, SAGE Publications, Inc.

Vegemite


Enhancing Position

• Enhancing position involves all standard and nontraditional marketing approaches.

• A brand featuring a unique product attribute will be marketed with a strong emphasis on the feature.

• Positioning based on competitors, as part of an international program, will likely focus on local competitors and the product will be differentiated in some way, typically avoiding denigrating the competition so as not to offend locals.

• Enhancing use or application positioning constitutes a relatively straightforward process. It can be accomplished through the training of salespeople to emphasize various product uses.


Enhancing Position (Cont.) • Price-quality relationship positioning may be emphasized through

various tactics aimed at the position chosen. – A high price and implies high quality, premium programs allow the

marketing team to offer a sales enticement without reducing the price. – At the low-price extreme, a continuing emphasis on price remains the

primary marketing tactic. – For those products of medium price and quality, the approach features

value as the primary selling point.

• Product user positioning in international marketing may center on

psychological, sociological, or spiritual values held by potential consumers.

• Product class international positioning may rely on a universal endorsement, such as ISO (International Organization for Standardization) 9000 or 14000 standards.

• Cultural symbol positioning may be based on a local icon.


Repositioning

• Repositioning is the process of changing consumer perceptions of a brand relative to competitors. – Involves a sweeping process that must be

implemented at the strategic level, thereby affecting every part of the company.

• Not a quick and easy fix. – Some evidence suggests that it can take up to six

years for consumer perceptions of quality to shift.


Positioning and Bottom-of-the-Pyramid Consumers

• Positioning within the bottom-of-the-pyramid markets can be complicated. – Awareness of the product and its benefits typically already exists. – The challenge is not differentiation. – The concern becomes shifting the company’s focus, particularly for

high-quality positioned brands. • The position may signal a high price deterring consumer interest.

• Positioning in the bottom-of-the-pyramid involves educating

consumers about the steps the company has taken to adapt to the consumer’s level of income. – Repositioning the product or brand as being attainable in terms of price

without losing the differentiation in terms of quality or product features.

– It may entail the introduction of a new brand.


Sustainability and International Positioning

• Positioning a company, business practice, and product as being more environmentally conscious allows the organization to occupy a unique space in the minds of consumers. – Sustainable business practices have become popular

around the world.

• The potential benefits have led to greenwashing, or the practice of exaggerating or even fabricating the degree of the sustainable or green activities taking place in the organization.


Greenwashing Sins


Ethical Issues in International Positioning

• Positioning plays a role in encouraging consumption. – May drive consumers to purchase things they do not

need or to envy those who can afford the product

• Positioning often seems to promise that the consumer will become younger, prettier, or more popular. – Body image and self-image concerns

– Positioning based on social status has been criticized as unethical and a driver of low self-esteem.


Chapter Five International Positioning - · PDF file05.03.2014 · International...

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